There’s a common argument floating around about AI agents: Agents will replace workers.Few workers mean fewer seats.Fewer seats breaks per-seat pricing. It sounds logical, and
When companies lose a deal, the explanation is almost always the same. “We lost on price.” Price becomes the default explanation. It’s convenient. It’s simple.
Companies think they have a pricing problem. Usually it’s a value literacy problem. Value literacy is your ability to help a buyer articulate their own
Most companies assume the price itself causes pricing problems. Deals stall. Buyers hesitate. Discounting appears. Price becomes the focal point because it is visible, measurable,
You can listen to the full audio version of this blog we call — Blogcast. When deals stall or fall apart, price is usually blamed. The
